Sales and marketing has been quickly evolving over the years, thanks to technological business solutions that streamline operations and improve overall performance. It’s nearly impossible to keep apace of the competition when your company lacks these tools that enable your sales team to engage with a large volume of leads each month.
The more prospects you reach, means more sales made and more customers gained. It’s simply a matter of numbers, which is why sales enablement is so important.
What is sales enablement, and how can it help your inside sales team succeed? At the most basic level, sales enablement means equipping sales reps with the right tools, skills, knowledge, and experience needed to engage with prospects and close deals.
This discipline falls under a number of different categories, including:
- Recruiting and hiring — headhunting the right talent that will add value to your team
- Training and coaching — providing valuable education and meaningful guidance
- Equipping — investing in the right tools that will help ensure success
- Assessing — tracking and monitoring performance and working towards improving
With these four approaches to enablement in mind, you can strategize ways to create a sales team that is prepared to engage with the public and forge meaningful relationships that will lead to more sales. Without it, you may find yourself with sales reps who are lacking confidence and who don’t feel equipped to do their jobs properly.
Inside Sales Solutions
So what does it mean to “invest in the right tools”? In this day and age, the tools that sales teams need come in the form of business software solutions that reduce manual labor with automation. They also take the guess-work out of figuring out which leads to contact and when it’s best to make that follow-up call.
These sales engagement platforms create a work environment where reps have easy access to customer data, insightful metrics, and workflow automation that makes selling easier. They can greatly benefit from automated tasks that reduce the amount of down-time spent between calls and increase the amount of time they spend instead focusing on making sales.
You can expect great features like:
- Queue-based lead routing technology that connects reps to the next best lead
- Contact information is easily accessed so that they are always prepared for the next call
- Auto-dialing capabilities so that the rep doesn’t have to punch in a single number
- Call recording and tracking for better insights and contact data
- Email and SMS marketing technology that auto-creates and sends out communications using customized templates and auto-filled contact details
- Appointment-setting resources that make set-up easy and that send out automatic reminders to contacts
- Dynamic scripting that adjusts to the responses that the rep gets while in a call with a lead
As you can see, all these features can help significantly reduce the time spent on menial tasks for reps, and also help them keep focused on the task at hand. There’s also less pressure to be able to manage loads of contact data, all while choosing the best leads and trying to meet quotas.
Investing in a sales engagement platform is truly the easiest way to enable any sales team.
